WEBVTT 1 00:00:00.799 --> 00:00:02.980 The upcoming course that I am teaching 2 00:00:03.679 --> 00:00:04.180 called 3 00:00:04.480 --> 00:00:06.420 Authentic Market Discovery 4 00:00:07.654 --> 00:00:11.275 is the most important course I've taught in over a year. 5 00:00:12.135 --> 00:00:13.914 And it's important for 6 00:00:14.330 --> 00:00:15.550 3 types of people. 7 00:00:16.010 --> 00:00:19.070 See if you relate to any of these three types. 8 00:00:19.450 --> 00:00:19.950 1 9 00:00:20.570 --> 00:00:21.070 is 10 00:00:21.675 --> 00:00:22.975 people who are unsure 11 00:00:23.994 --> 00:00:26.895 what to offer in their business, what to sell. 12 00:00:27.195 --> 00:00:32.759 Maybe you are just starting out in business or you have tried different things and you're so unsure 13 00:00:33.220 --> 00:00:38.120 what to sell. Okay? Clarity is what you need. Right? The second type of person 14 00:00:38.585 --> 00:00:40.925 is one who already has the clarity 15 00:00:41.305 --> 00:00:43.725 and has already been selling services 16 00:00:44.665 --> 00:00:45.485 or programs, 17 00:00:46.025 --> 00:00:47.085 products, retreats, 18 00:00:49.800 --> 00:00:52.780 typically services, some kind of transformational service, 19 00:00:53.560 --> 00:00:55.580 and you're not getting enough clients. 20 00:00:56.005 --> 00:01:00.105 You are out there. You may even be posting on social media regularly. 21 00:01:00.645 --> 00:01:03.704 You may even have an email newsletter, but you're doing things, 22 00:01:04.030 --> 00:01:06.130 and you're still not getting enough clients. 23 00:01:06.830 --> 00:01:08.050 So lack of sales, 24 00:01:08.430 --> 00:01:09.490 second problem. 25 00:01:09.870 --> 00:01:10.370 K? 26 00:01:10.830 --> 00:01:12.210 3rd type of person 27 00:01:13.335 --> 00:01:15.355 is someone who has plenty of clients. 28 00:01:16.135 --> 00:01:17.355 Okay? However, 29 00:01:18.135 --> 00:01:21.354 you are savvy about business enough to know 30 00:01:21.909 --> 00:01:23.610 that the market keeps changing, 31 00:01:24.150 --> 00:01:26.330 and you want to stay sharp 32 00:01:26.950 --> 00:01:27.770 and connected 33 00:01:28.150 --> 00:01:29.770 to the changing market trends. 34 00:01:30.454 --> 00:01:30.954 So 35 00:01:31.255 --> 00:01:34.954 staying sharp is the 3rd 3rd issue, 3rd third problem. 36 00:01:36.295 --> 00:01:37.835 Authentic market discovery 37 00:01:38.615 --> 00:01:39.515 is the process 38 00:01:40.370 --> 00:01:41.030 that solves 39 00:01:41.410 --> 00:01:42.470 all three problems. 40 00:01:43.010 --> 00:01:45.030 Because whether it's lack of clarity 41 00:01:46.130 --> 00:01:47.350 or lack of sales 42 00:01:48.314 --> 00:01:49.295 or lack of 43 00:01:49.994 --> 00:01:52.015 staying on top of market trends, 44 00:01:52.875 --> 00:01:53.534 the solution 45 00:01:54.235 --> 00:01:55.055 is always 46 00:01:55.720 --> 00:01:56.380 to reconnect 47 00:01:57.240 --> 00:01:57.740 to 48 00:01:58.120 --> 00:01:59.420 your market again. 49 00:01:59.800 --> 00:02:01.800 And by doing that, what I mean is not 50 00:02:03.195 --> 00:02:09.854 market discovery is not, you know, we're gonna go to Google or go to chat GPT and try to figure out what the market is. 51 00:02:10.560 --> 00:02:12.099 That can be helpful, but 52 00:02:12.800 --> 00:02:13.459 it is 53 00:02:13.760 --> 00:02:14.420 it is 54 00:02:15.040 --> 00:02:16.180 way less helpful 55 00:02:17.360 --> 00:02:17.860 than 56 00:02:18.319 --> 00:02:19.299 having real 57 00:02:19.795 --> 00:02:21.175 one to one conversations 58 00:02:22.115 --> 00:02:27.030 with the people in your market. And what do I mean by your market? Let's get clear on that. 59 00:02:27.270 --> 00:02:30.730 Even those who are just starting out in business with 0 audience, 60 00:02:31.190 --> 00:02:33.209 you have a market that you can reach. 61 00:02:33.510 --> 00:02:34.010 How? 62 00:02:34.790 --> 00:02:35.290 Okay. 63 00:02:35.910 --> 00:02:36.810 Your market 64 00:02:37.945 --> 00:02:38.445 is 65 00:02:38.905 --> 00:02:41.165 the spending of the people 66 00:02:42.105 --> 00:02:44.525 that you're able to reach at this time. 67 00:02:45.430 --> 00:02:46.730 That's your current market. 68 00:02:47.110 --> 00:02:51.849 It's true. Now over time, your audience will grow and your market changes, 69 00:02:52.295 --> 00:02:57.334 which is why market discovery, this process, and this practice is relevant again and again. 70 00:02:57.334 --> 00:03:03.030 This is something that I still do to this day. And every time I don't do market discovery 71 00:03:03.730 --> 00:03:05.030 and I launch a course, 72 00:03:05.970 --> 00:03:06.629 it often 73 00:03:07.090 --> 00:03:07.590 fails 74 00:03:08.194 --> 00:03:08.694 because 75 00:03:09.235 --> 00:03:15.495 yet again, the market is not so let me tell let me tell you why even so called experts like me who are 76 00:03:16.019 --> 00:03:21.719 marketing you know, who are in the marketing game and we're supposedly really connected and understanding our market. 77 00:03:21.780 --> 00:03:23.319 Why do even experts 78 00:03:23.939 --> 00:03:25.000 continue to fail? 79 00:03:25.765 --> 00:03:26.265 Because 80 00:03:27.765 --> 00:03:29.864 whether you're a beginner or you're an expert, 81 00:03:30.644 --> 00:03:31.704 you tend to be 82 00:03:32.780 --> 00:03:35.840 quite passionate about your area of expertise. Right? 83 00:03:35.900 --> 00:03:39.200 Like something you either trained for or something you created, 84 00:03:39.715 --> 00:03:43.415 something you've studied or or you care about some particular topic. 85 00:03:43.715 --> 00:03:45.575 And the more you care about a topic, 86 00:03:46.890 --> 00:03:50.110 the farther away you tend to get from your market 87 00:03:50.490 --> 00:03:54.430 because your market, by definition right? Remember, it's the spending 88 00:03:55.255 --> 00:03:57.195 of the people you can reach. 89 00:03:58.375 --> 00:03:59.675 They aren't studying 90 00:04:00.215 --> 00:04:01.035 your topic 91 00:04:01.335 --> 00:04:03.195 the way that you're studying your topic. 92 00:04:04.020 --> 00:04:05.960 That's why they consider you an expert. 93 00:04:06.020 --> 00:04:10.820 If they were studying the topic as much as you were, well, you wouldn't have as much to provide to them. 94 00:04:10.820 --> 00:04:11.320 Right? 95 00:04:11.780 --> 00:04:17.485 But the fact that you've been passionately studying this topic, this issue, or the series, 96 00:04:17.785 --> 00:04:19.805 this kind of grouping of topics 97 00:04:20.419 --> 00:04:21.639 for years probably 98 00:04:22.100 --> 00:04:23.000 means that, 99 00:04:24.100 --> 00:04:25.160 okay, you're weird. 100 00:04:25.699 --> 00:04:27.960 I'm weird. Each of us are weird 101 00:04:28.565 --> 00:04:29.945 because we're so 102 00:04:30.725 --> 00:04:34.505 passionate about our thing, and it tends to make us 103 00:04:35.125 --> 00:04:35.625 disconnected 104 00:04:36.245 --> 00:04:37.065 from what 105 00:04:37.479 --> 00:04:39.099 people actually want. 106 00:04:40.280 --> 00:04:42.699 Now we think we know what they need. 107 00:04:43.240 --> 00:04:47.000 Right? We say, no. No. You've got to buy this service. You've got to buy my service. 108 00:04:47.000 --> 00:04:48.745 You gotta buy my programs. Enroll in my, 109 00:04:49.945 --> 00:04:51.005 you know, offerings 110 00:04:51.465 --> 00:04:54.925 because this is what you need. And they're like, well, I don't understand it. 111 00:04:55.189 --> 00:04:57.689 And that's your job is to understand 112 00:04:57.990 --> 00:04:58.490 them 113 00:04:59.030 --> 00:05:03.189 rather than saying, well, you should understand this, and you should why aren't you buying it? 114 00:05:03.189 --> 00:05:05.685 You you should understand it. Now your job 115 00:05:06.465 --> 00:05:07.505 as a business owner 116 00:05:08.705 --> 00:05:10.705 well, you're taking on the marketing hat. 117 00:05:10.705 --> 00:05:16.400 Well, I mean, I'm assuming you don't have enough money to hire a marketing team right now, and you you shouldn't, actually. 118 00:05:16.780 --> 00:05:23.615 Even though I have enough money right now to hire hire marketing people, I always keep doing market discovery myself 119 00:05:24.475 --> 00:05:27.855 because I need to to look at the faces of my potential 120 00:05:28.555 --> 00:05:29.775 customers and clients 121 00:05:30.530 --> 00:05:31.830 and to talk with them. 122 00:05:32.210 --> 00:05:35.910 And the business owner doing that work of market discovery 123 00:05:36.850 --> 00:05:37.590 is essential 124 00:05:38.585 --> 00:05:43.785 because the business owner makes the big decisions on what direction the business should go in. 125 00:05:43.785 --> 00:05:55.044 And without that, like, if you're if you're relying on someone else to do the market discovery for you, they have the feeling of the customer that you have you don't have anymore because you didn't 126 00:05:56.145 --> 00:05:58.645 come in touch with them 1 to 1 again and again. 127 00:05:58.865 --> 00:06:04.130 Now I know some of you are already working with clients and you already have plenty of 1 to 1 interaction with my clients. 128 00:06:04.610 --> 00:06:06.630 No. 1 to 1 interaction 129 00:06:07.090 --> 00:06:08.870 in terms of the market discovery 130 00:06:09.570 --> 00:06:10.070 conversation, 131 00:06:11.490 --> 00:06:14.435 and that's what my upcoming course is all about. 132 00:06:14.895 --> 00:06:19.155 How do you how do you get people to say yes to the market discovery conversation? 133 00:06:19.615 --> 00:06:20.915 Where do you find them? 134 00:06:21.240 --> 00:06:25.420 Okay? Even if you have I promise you. This is something I can promise. 135 00:06:25.800 --> 00:06:34.045 Even if you have 0 audience, you haven't started building on social media at all, you you're just, you know, you're just starting out and you have no audience. 136 00:06:34.505 --> 00:06:37.805 You still can get market discovery conversations. 137 00:06:38.789 --> 00:06:46.169 And part of the reason is because in our course, we have a course community that will provide you the connections for the market research conversations. 138 00:06:46.574 --> 00:06:52.255 You'll actually be having some of those conversations with fellow students in the course and the people that they refer to you. 139 00:06:52.255 --> 00:06:52.755 So, 140 00:06:53.135 --> 00:06:58.120 but some of you do have an audience, and you're gonna we're gonna show you how to get those market research conversations 141 00:06:58.500 --> 00:07:03.460 either from the community from our course community or outside of the course community, number 1. 142 00:07:03.460 --> 00:07:04.200 Number 2, 143 00:07:04.525 --> 00:07:05.905 how to have those conversations? 144 00:07:06.365 --> 00:07:09.585 What do you say when certain things are said back to you? 145 00:07:10.365 --> 00:07:11.264 How do you 146 00:07:11.700 --> 00:07:15.800 how do you move the conversation towards a place where you really are understanding 147 00:07:16.660 --> 00:07:20.280 what they want at the at this time? And what they want isn't 148 00:07:21.025 --> 00:07:25.845 you saying, hey. Look at my service. Look at my sales page. Look at my product. 149 00:07:26.224 --> 00:07:27.664 Don't you think you want this? No. 150 00:07:27.664 --> 00:07:32.390 That's not what we're gonna do because usually when you do that kind of thing, one, it can feel awkward 151 00:07:32.850 --> 00:07:34.470 and sales y. But secondly, 152 00:07:35.330 --> 00:07:35.410 it, 153 00:07:37.250 --> 00:07:41.065 creates this dynamic where they're just trying to be polite to you. It's like, oh, yeah. 154 00:07:41.205 --> 00:07:42.585 Your service looks great. 155 00:07:43.205 --> 00:07:45.225 Your product, I'm sure it's gonna do well. 156 00:07:45.550 --> 00:07:49.090 And then when you later ask them to buy it, they're like, oh, yeah. It's not the right timing. 157 00:07:49.550 --> 00:07:51.810 Oh, yeah. It's not right for me or whatever it is. 158 00:07:52.270 --> 00:07:53.970 Politeness is a big problem 159 00:07:54.535 --> 00:08:04.055 that people often don't realize in market discovery conversations is they're they're asking the wrong they're putting the the conversation in the wrong place where they're just getting the polite answers back. 160 00:08:04.055 --> 00:08:06.509 So we're going to find real answers. 161 00:08:07.129 --> 00:08:12.030 And then thirdly, very importantly, how do you then integrate all that 162 00:08:12.490 --> 00:08:12.990 intel, 163 00:08:13.425 --> 00:08:16.005 all that information you've gotten from these various conversations 164 00:08:16.465 --> 00:08:16.965 into 165 00:08:17.905 --> 00:08:21.605 something you can take it to the next stage, which is polling. 166 00:08:22.009 --> 00:08:23.789 The conversations is the first stage. 167 00:08:24.090 --> 00:08:27.710 Polling, p o l l I n g, taking surveys is the second stage. 168 00:08:27.850 --> 00:08:29.949 The people that you've had conversations with, 169 00:08:30.384 --> 00:08:35.825 they will often take your poll, but they might share it with other people. Sometimes they do. 170 00:08:35.825 --> 00:08:40.770 Usually, some of them will, which then gets you more polling data to say, okay. 171 00:08:40.770 --> 00:08:44.070 Based on my conversations, I've created these 3 different options. 172 00:08:44.610 --> 00:08:47.170 Okay. We're gonna we're gonna do this all in the course. 173 00:08:47.170 --> 00:08:50.615 You're actually gonna practice along with everybody else, myself included. 174 00:08:50.755 --> 00:08:52.135 We're gonna practice the process. 175 00:08:53.075 --> 00:08:57.715 Conversations, we're gonna practice that. And then polling, we will practice that as well. 176 00:08:57.715 --> 00:09:02.430 How do you do a poll? How do you share it? How do you analyze the results 177 00:09:02.970 --> 00:09:07.630 to then get clarity at the end to say, ah, this is what 178 00:09:08.485 --> 00:09:09.625 I ought to offer. 179 00:09:10.005 --> 00:09:15.464 So let me let me give you oh, well, first of all, let me give you this quote that I've always been inspired by. 180 00:09:16.870 --> 00:09:20.630 And funny thing is I always have to paraphrase a quote because I always don't get the right words. 181 00:09:20.630 --> 00:09:23.965 So please comment below if you know this quote. You probably know which which one is coming. 182 00:09:24.285 --> 00:09:25.105 Frederick Buechner, 183 00:09:25.565 --> 00:09:29.265 those of you who follow me have heard me say this quote a 1000 times. Frederick Buechner, 184 00:09:29.805 --> 00:09:32.545 he's a preacher, you know, old man preacher who, 185 00:09:33.570 --> 00:09:37.910 So this is coming from, like, the religious point of view, but you can just take it and and, 186 00:09:39.649 --> 00:09:42.630 it translate it to your own worldview. He says, 187 00:09:43.245 --> 00:09:43.905 the place 188 00:09:44.285 --> 00:09:45.185 that God 189 00:09:45.725 --> 00:09:46.785 calls you to 190 00:09:47.645 --> 00:09:49.985 is where your greatest talents 191 00:09:50.445 --> 00:09:52.625 meet the world's deepest hunger. 192 00:09:53.870 --> 00:09:57.970 Again, translate that to your point of view. You might say where the universe 193 00:09:58.670 --> 00:09:59.170 is 194 00:09:59.630 --> 00:10:01.730 calling you forward into 195 00:10:02.535 --> 00:10:04.555 is where your talents 196 00:10:05.255 --> 00:10:07.195 meet the world's hunger. 197 00:10:08.695 --> 00:10:09.195 K. 198 00:10:09.510 --> 00:10:12.730 That sweet spot of your talents and the world's hunger 199 00:10:13.190 --> 00:10:14.650 is the market 200 00:10:15.110 --> 00:10:20.235 is your market. It's what it's where people will spend the money with you. 201 00:10:20.855 --> 00:10:21.355 Okay? 202 00:10:21.735 --> 00:10:22.235 And, 203 00:10:23.895 --> 00:10:27.815 I'll give you an analogy that helps to understand this this as well. 204 00:10:27.815 --> 00:10:32.370 And this lot of my clients have found this analogy helpful. It's the stream ladle analogy. 205 00:10:33.149 --> 00:10:33.649 So 206 00:10:34.190 --> 00:10:36.450 what happens is as you 207 00:10:37.365 --> 00:10:39.545 dive into your topic, you get training 208 00:10:39.845 --> 00:10:43.305 on whatever your modality is. You, 209 00:10:44.165 --> 00:10:49.780 have passionately studied how to solve a particular problem or or you just had this peak experience, 210 00:10:50.320 --> 00:10:54.160 and you wanna dive more into the peak experience and help other people have this peak experience. 211 00:10:54.160 --> 00:10:54.660 Okay? 212 00:10:54.720 --> 00:11:00.875 Whatever it is, what happens is you tend to go up a mountain because you you you worked hard to climb the mountain, 213 00:11:01.415 --> 00:11:04.315 okay, of knowledge, of experience, of transformation. 214 00:11:04.880 --> 00:11:07.380 You climb, climb, climb, and now you're at the top of the mountain. 215 00:11:07.920 --> 00:11:13.380 And you're at the top of you're at the peak of the mountain and you're shouting down at the people at below in the mountains. 216 00:11:13.600 --> 00:11:17.535 Hey. The view is beautiful up here. This is the experience is amazing up here. 217 00:11:17.535 --> 00:11:20.355 You've got to come up to the mountain top with me. 218 00:11:20.894 --> 00:11:23.980 And people at the mount at the bottom mountain, they're at the river. Okay. 219 00:11:23.980 --> 00:11:29.519 They're at the river at the bottom bottom mountain, and they're like they can barely even hear you because you're so high up the mountain. 220 00:11:29.579 --> 00:11:33.195 Okay. They and they hear you. They don't understand you because you're speaking in 221 00:11:33.675 --> 00:11:34.175 highfalutin 222 00:11:34.715 --> 00:11:36.655 language that that is, 223 00:11:37.275 --> 00:11:41.855 not what their everyday experience is. Even though you know they would love 224 00:11:44.519 --> 00:11:46.220 to experience the top of the mountain. 225 00:11:46.680 --> 00:11:47.740 You are so 226 00:11:49.079 --> 00:11:49.579 separated 227 00:11:50.395 --> 00:11:52.415 from the spending of your market 228 00:11:53.355 --> 00:11:56.655 and offering something that they would easily spend on that 229 00:11:57.620 --> 00:12:00.519 they're they're not willing to make the trip up to the mountain with you. 230 00:12:01.220 --> 00:12:03.320 So what market discovery is, 231 00:12:04.100 --> 00:12:05.720 it's the process of 232 00:12:06.835 --> 00:12:08.615 humbling yourself a little bit. 233 00:12:09.235 --> 00:12:12.375 To just take a trip down to the river where 234 00:12:13.130 --> 00:12:17.950 everybody is where your market's at the river. And, by the way, I I another way of saying is 235 00:12:18.410 --> 00:12:20.270 there is a river of cash. 236 00:12:20.650 --> 00:12:25.595 The river is a river of currency. Okay? So imagine it's a river of energy currency. 237 00:12:25.595 --> 00:12:30.075 It's the spending of your market. They keep putting their spending into the river. Okay? 238 00:12:30.075 --> 00:12:35.350 This giant river of cash is flowing. It's always it's always abundant. It's always flowing. 239 00:12:35.350 --> 00:12:37.850 It never dies down because, well, guess what? 240 00:12:38.065 --> 00:12:43.204 No matter how the economy is, people are always spending money on various types of things. 241 00:12:43.745 --> 00:12:45.125 And what you need to know 242 00:12:45.540 --> 00:12:47.240 is what they're spending money on. 243 00:12:47.620 --> 00:12:49.320 Because almost certainly, 244 00:12:49.779 --> 00:12:52.360 some of what they're spending money on is related 245 00:12:53.394 --> 00:12:56.535 to the things that you would love to offer as well. Remember, 246 00:12:57.074 --> 00:13:03.160 the sweet spot between your talents and the world's great hunger. They spend money on their hunger. 247 00:13:03.380 --> 00:13:03.880 Okay? 248 00:13:04.500 --> 00:13:05.480 And so 249 00:13:05.860 --> 00:13:13.985 when you come down to the river and talk to the people at the river to find out what they're putting into this river of energy, river of cash, 250 00:13:14.685 --> 00:13:15.904 then once you understand, 251 00:13:16.720 --> 00:13:21.440 you could take your ladle and dip your ladle into the river of cash as well. Okay. 252 00:13:21.440 --> 00:13:23.495 That's one that's one way the story ends. 253 00:13:23.575 --> 00:13:33.850 The other way the story ends is once you talk to people and help understand their language and understand why they're putting all this energy into this river of cash, then you could say, hey. 254 00:13:34.230 --> 00:13:38.250 I have a I have a better way for you to solve your hunger. Come with me. 255 00:13:38.790 --> 00:13:43.805 And you take a group of people up to the mountain top, and they're like, oh my god. This is amazing. 256 00:13:44.745 --> 00:13:48.365 You know? Thank you for coming down to the river to talk to us 257 00:13:48.710 --> 00:13:49.690 so that you understand 258 00:13:50.070 --> 00:13:51.290 you understand us 259 00:13:52.150 --> 00:13:54.330 and bringing us to the mountain top. 260 00:13:54.550 --> 00:13:58.650 And, of course, once they're up there, they're gonna come back down and tell everybody else as well. 261 00:13:58.775 --> 00:14:00.795 Okay? But you first 262 00:14:01.255 --> 00:14:02.875 have to do the market discovery 263 00:14:03.415 --> 00:14:08.630 conversations yourself. I still do it to this day. I still do it to this. I have 15 years 264 00:14:09.010 --> 00:14:11.750 of full time income in my business. I started in 2009, 265 00:14:12.529 --> 00:14:14.885 whenever you're watching this. I started in 2009, 266 00:14:15.745 --> 00:14:16.225 2009. 267 00:14:16.225 --> 00:14:21.125 And by the end of 2009, I was already having enough business to consider it a full time income. 268 00:14:21.500 --> 00:14:27.120 2010, the other onward until today. And yet still today, I have so much understanding of my market. 269 00:14:27.180 --> 00:14:30.925 I still do the market discovery conversations because it's it's that important. 270 00:14:30.925 --> 00:14:38.225 It's not just finding out information that you can find out through chat gpt or Google or it's the feeling you get when you talk to them, 271 00:14:40.700 --> 00:14:41.360 the compassion 272 00:14:42.060 --> 00:14:45.520 that gets ignited when you talk to the people at the river, 273 00:14:46.274 --> 00:14:55.014 And the language you hear, by the way, the the actual language, which which you cannot find just by Googling or by talking to AI or whatever, the actual language that they're telling you today 274 00:14:56.500 --> 00:14:58.019 about what their wants are. 275 00:14:58.019 --> 00:15:01.720 Not not what you think they need, but what they're actually spending money on. 276 00:15:01.779 --> 00:15:04.025 Anyway, this is the kind of conversation we have. 277 00:15:04.105 --> 00:15:07.245 If this sounds exciting to you, I hope it does because 278 00:15:07.705 --> 00:15:08.205 I 279 00:15:08.985 --> 00:15:10.845 have seen over time that 280 00:15:11.545 --> 00:15:13.805 the people who aren't getting enough clients 281 00:15:14.890 --> 00:15:19.630 or the people who okay. Again, 3 types of people. People who are not clear what to offer 282 00:15:20.330 --> 00:15:22.045 okay. They're just beginning in their business. 283 00:15:22.045 --> 00:15:24.704 They have no audience, not clear what to offer at all. 284 00:15:24.764 --> 00:15:26.704 They need to have market discovery conversations. 285 00:15:27.245 --> 00:15:32.410 They they need to basically find out the people they can reach, What are they buying? Okay. 286 00:15:32.550 --> 00:15:38.250 2nd, people who are offering something but not enough clients, they need to have market discovery conversations. 287 00:15:38.550 --> 00:15:44.435 Because part of the market discovery con it's not just getting information and and igniting your compassion. 288 00:15:44.735 --> 00:15:47.235 All that's very important. But it's also 289 00:15:47.774 --> 00:15:48.274 creating 290 00:15:49.040 --> 00:15:49.540 allyship. 291 00:15:50.080 --> 00:15:51.220 It's it's getting 292 00:15:51.680 --> 00:15:53.140 advocates for your business. 293 00:15:53.440 --> 00:16:02.065 Because by having the conversation, market discovery conversation, the way that we're gonna do in this course, you it's like you you invite them to your side of the table, 294 00:16:02.605 --> 00:16:08.065 and they willingly do that because human beings that you have conversations with, they want to help. 295 00:16:08.365 --> 00:16:13.089 Of course, they want to help, but particularly a small business owner, particularly a freelancer, solopreneur, 296 00:16:13.470 --> 00:16:18.425 small business owner, they want to help you, but you have to let them help you. And so 297 00:16:18.885 --> 00:16:23.445 people who with with not enough clients, market research market research is what I used to call this. 298 00:16:23.445 --> 00:16:24.825 Market discovery conversations 299 00:16:25.610 --> 00:16:26.350 allow you 300 00:16:26.650 --> 00:16:30.990 to and by the way, the reason I call it authentic market discovery now is through market research. 301 00:16:31.450 --> 00:16:34.565 The my people told me, George, don't say market research. That sounds too dry. 302 00:16:34.565 --> 00:16:38.265 They we sound like we're gonna look at spreadsheets. No. We're not looking at spreadsheets 303 00:16:38.965 --> 00:16:41.445 until later on when we're analyzing the survey results. 304 00:16:41.445 --> 00:16:46.660 But what we're doing is having conversations with people that like us and that we like. 305 00:16:47.040 --> 00:16:49.620 That's it. And these conversations are meaningful conversations, 306 00:16:50.675 --> 00:16:52.355 and you create advocates as a result. 307 00:16:52.355 --> 00:17:04.169 Anyway and then the 3rd type of person is people with plenty of clients like myself who's who who still need to do market discovery because we need we know the the market keeps changing and we need to stay in touch and ignite our compassion once again. 308 00:17:04.549 --> 00:17:07.375 So and and to be humbled once again. Right? 309 00:17:07.775 --> 00:17:11.395 So whether you are not sure what to offer, just beginning. 310 00:17:12.015 --> 00:17:14.994 Okay? Or you need clients soon ASAP, 311 00:17:15.410 --> 00:17:19.830 or you have plenty of clients, but you need to stay sharp and connected to the market. 312 00:17:19.970 --> 00:17:21.590 Market discovery conversations, 313 00:17:22.130 --> 00:17:23.030 I think, are 314 00:17:23.595 --> 00:17:25.674 incredibly important. That's why I still do it. That's why I 315 00:17:26.554 --> 00:17:33.350 I'll nearly recommend I basically recommend or or require rather I say all my clients to do market discovery conversations, 316 00:17:34.770 --> 00:17:36.370 what I used to call market research. 317 00:17:36.370 --> 00:17:40.790 And even before that, I used to call them fan interviews, like interviewing your fans. But 318 00:17:41.245 --> 00:17:42.045 that that was, 319 00:17:42.605 --> 00:17:45.565 misnomer because a lot of people say, well, I don't have any fans yet. No. No. No. 320 00:17:45.565 --> 00:17:48.945 People you can all people who already know you in life. 321 00:17:49.159 --> 00:17:50.919 Doesn't matter if you don't have an audience yet. 322 00:17:50.919 --> 00:17:55.659 You start with the people who know you in life and who who are supportive of you in this life. 323 00:17:55.960 --> 00:17:56.279 So, 324 00:17:57.554 --> 00:17:58.934 I hope that this is helpful, 325 00:17:59.395 --> 00:18:13.779 and I hope if this sounds interesting to you, if this genuinely sounds like something you want to do, well, I hope you join us in this course because this is a not just a course where I'm teaching you 15 years of experience of doing market research, 326 00:18:14.775 --> 00:18:16.235 market discovery, but 327 00:18:16.615 --> 00:18:19.195 we are forming a community of 328 00:18:19.815 --> 00:18:20.315 collaborators, 329 00:18:21.255 --> 00:18:22.555 mutual support connections 330 00:18:23.080 --> 00:18:27.900 where you can continue coming back to this course community again and again and again over the years 331 00:18:28.440 --> 00:18:28.940 to 332 00:18:29.559 --> 00:18:32.765 share your insights. You're gonna read insights from others. 333 00:18:32.845 --> 00:18:44.049 You're going to connect again with your fellow peers who know very well the power of market discovery conversations and who will practice with you, who will help you get more people because some of their people are perfect 334 00:18:44.429 --> 00:18:47.970 to have the market discovery conversations with you and vice versa. 335 00:18:48.385 --> 00:18:52.325 So I hope you'll join us for this course and this co learning, co support community. 336 00:18:53.025 --> 00:18:58.700 If you have any questions, I hope you'll you'll let me know, and thank you so much for watching.